Strategic Networking: Developing Relationships that WORK

Strategic Networking
Developing Relationships that WORK

info@RescueDeskVA.com
www.RescueDeskVA.com

WHO WE ARE
RESCUE DESK VIRTUAL ASSISTANT SERVICES
provides executive, administrative and
marketing support “virtually.”
We take time-consuming tasks off our clients’
to-do lists.
Team of three in our downtown Madison office
(along with 3 freelancers and partnerships
with local service providers.)


WHO WE WORK WITH
Typical Clientele include:
• Small-business owners
• Independent service providers (accountants)
• Solo entrepreneurs (coaches, consultants, etc.)
• Associations and non-profits
• Authors and writers
• Executives and department managers


WHO WE WORK WITH
About 98% of our business comes
from referrals, word-of-mouth and
relationships we’ve developed.

All created through NETWORKING!


OVERVIEW

 Networking as a skill – it can be learned
 Who would you like to meet? Why?
 It’s not about taking
 What to do with that growing contact list
 Measure the success of your efforts


7 DEADLY MISTAKES
Excerpt from “7 Deadly Entrepreneurial Networking
Mistakes” – Peter Shallard (www.petershallard.com)

1. Go to “Networking Events”
“Networking events” are full of people looking
for sales leads. By default, they’re not looking
to buy. Or help.


7 DEADLY MISTAKES

2. Network for Direct Sales
Unless you’re networking with extremely
wealthy people, strictly networking for direct
sales does not result in a scalable business
model.


7 DEADLY MISTAKES

3. Network without a clear
outcome in mind
Having a clear idea about what you’re after
(staff, partnerships, capital, mentors, etc.) is
key to finding it.


7 DEADLY MISTAKES

4. Cling to your goal like a needy loser
Having clarity about your goals is
important, but once you engage in
conversation, relax. Go with the flow and
focus on the other person.


7 DEADLY MISTAKES

5. Treat networking as anything other
than making friends.
Real networking, with the truly successful
people, is just hanging out. It’s not some kind
of speed dating “what-can-you-do-for-me?”
game.


7 DEADLY MISTAKES

6. Be boring.
Successful entrepreneurs don’t spend all
day talking about marketing tactics and
staff management. They’re passionate
people, and that passion bleeds into other
spheres of life.


7 DEADLY MISTAKES

7. Be uninterested in your own work
Do not engage in networking when you’re not
interested in your own work. Always be
working on an interesting project. It gives you
a reason to talk, ask questions and pick the
brains of smart people (which they love).


NETWORKING IS A SKILL
One of the single most important
skill sets you can develop!
A mixture of science, intuition and self-
awareness
 Getting over your fears
 Understand how and where to meet people
 Practice, practice, practice


IT’S ALL ABOUT GIVING
Networking isn’t about taking …
it’s 100% about giving.
 Relationship Development vs Sales
 Openness to learn about other people
 Be genuinely interested
 Follow up and FOLLOW THROUGH!


WHO ARE YOU MEETING
Who would you like to meet?
And more importantly … why?
 Prospective Clients
 Strategic Partners
 Potential vendors or service providers
 Mentors and your “support team”


A GROWING CONTACT LIST
You’re growing your contact list.
Now what?
 Incorporating people into your marketing
lifecycle


Marketing Lifecycle

Now what?
lifecycle
 Referral “star”


1. _______________
Referral “star” 2. _______________
Book- 3. _______________
keeper

1. _______________ 1. _______________
2. _______________ Printers Biz Coach 2. _______________
3. _______________ 3. _______________

Client
1. _______________
Assoc. or 2. _______________
Banker
Orgs 3. _______________
1. _______________
2. _______________
3. _______________ Marketing
Firm 1. _______________
2. _______________
3. _______________

Now what?
lifecycle
 Referral “star”
 Tools to track and organize


Customer Relationship Management (CRM) System

MEASURING SUCCESS
Are you boosting your business or
wasting your time?
 Be strategic about where you spend time


MEASURING SUCCESS
Be Strategic…

 Who attends this event?
 Have I met people with “relationship potential”
 Is it related to my business?
 How much does it cost?
 How did I learn about it?
 What kind of time commitment is required?
 What’s your conversion rate?

MEASURING SUCCESS
wasting your time?
 Budget for networking (time/cost/effort)


MEASURING SUCCESS
Budgeting

 Cost of membership/attendance
 Time away from office
 Time for follow -up and follow-through
 Convenience/location
 Alignment with my marketing plan/budget
 Has involvement resulted in sales, partnerships
or relationships?

MEASURING SUCCESS
wasting your time?
 Budget for networking (time/cost/effort)
 Test and measure your network


MEASURING SUCCESS
Example: Test and measure

Roger
(banker)

Sue Jennifer Dave

Michael Phil Kari Janet Jim Mark Nicki

Mike Joe


MEASURING SUCCESS
Example: Test and measure

Women’s
Biz Group

Angie Charity Andy Ruth Jenna

Amy Sam


CONCLUSION
 Networking is a skill that can be learned
 Practice and self-awareness
 Know your goals
 Who do you want to partner with?
 It’s all about giving
 And building LASTING relationships!
 Keep track of your growing contact list
 And take care of them!
 Measure your networking
 Be strategic


CONCLUSION

Thank you!
Questions?


THANK YOU!

RESCUE DESK VIRTUAL ASSISTANT SERVICES
849 E. Washington, Suite 101
Madison, WI 53703
608-3587991
Info@RescueDeskVA.com

Strategic Networking: Developing Relationships that WORK

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